TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...

A MARKETING MINDSET CREATES CUSTOMERS by John Graham As the insurance organizations marketing meeting began, the president stated, We need more sales. This might see...

CATASTROPHE PLANNING: IS YOUR AGENCY REALLY PREPARED? by Grace Bauer After talking to a number of agents, I've learned that only 10% of agencies are truly prepared for a catastrophe! Sur...

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

YOUR AGENCY IN 2020 by Al Diamond Youll face a variety of challenges in planning for today - and the next decade. THE PAST ...

Dear (Customer Name): One minute it's day care . . . the next minute, a counseling appointment . . . followed by a session in strategic public relations. You...

PROFESSIONAL DESIGNATIONS FOR CSRs by Mary Beth Bolen Education is often termed a 'ticket to success'-and with good reason! More and more career-conscious agents and their office-support perso...

VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...

'BUT I CAN'T AFFORD TO ADVERTISE!' by Al Diamond Why on earth would agency principals pay a consu...

BRANDING: A SINGULAR IDENTITY FOR A MULTITASKING ENTITY by Jack Burke Mention 'branding,' and people generally think in terms of company names. Or they think of burned flesh on cat...